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Consistency and Change

Valufinder utilizes its proprietary databases and contact management system to track the changes in prospective seller characteristics and buyer criteria. When we discover a company for sale, unless we already have a buyer in mind, we harness this technology to make a match. However, deals can happen at odd times and seller's characteristics and buyer's criteria can change. Often, the primary buyer may no longer be interested, compelling us to consider another buyer.

Within two weeks of telling Valufinder my acquisition criteria, I was on a plane looking at a deal that I ultimately purchased. We have done several deals over the years and I have found them to be a cut above their competitors in their professionalism and their determination to help us succeed. Our association has been enjoyable and financially rewarding. - Donald Sutherland
President
Quincy Partners

The Need for Repetitive Contact

Over an extended period, utilizing both the mail, email and phone, we use a high degree of persistence in our contact methods. Persistence will increase the probability of reaching all the prospects of interest to buyers.

Once prospects have been identified and prioritized, Valufinder has the resources necessary and the patience necessary to implement a detailed contacting program.

  • A prospect may not be for sale at that moment or at a fair price. Sustained contact with a prospect allows us to know when they become a seller at a realistic price.
  • Valufinder's staff focuses on prospecting. We utilize formats and questionnaires to elicit key information from the prospect without being intrusive.

Valufinder provides continuity of contact with a prospect that may last many years. An associate in an LBO firm cannot be expected to sustain continuous prospecting as he assumes more responsibilities for crunching data, attends meetings, processes deals and monitors portfolio companies' performance while interacting with their management.

The man who saves time by galloping loses it by missing his way; the shepherd who hurries his flock to get them home spends the night on the mountain looking for the lost; economy does not consist in haste, but in certainty. - Ramsay MacDonald

Filtering & Analyzing the Data

Valufinder begins the laborious process of filtering the vast amounts of raw data into potential candidates. However, one can only filter the raw data so far before it becomes necessary, by actually talking to the prospect, to get the facts. Often databases and lists are compiled based on information that is poorly gathered, out of date or simply wrong. Many times, descriptions and facts are inaccurate, misleading or unavailable. The numbers are too large, too small, or incomplete. In addition, many private owners deliberately give misleading information in order to avoid giving the competition insight into their business. Finally, no database can reveal the owner's state of mind when it comes to holding or selling.

Hence, the need for direct contact, which is crucial in order to gather and verify information, and gauge an owner's interest in selling.